Scott Cassidy is the VP of Aslan Training & Development, a sales company that’s been around since 1996, specializing in helping inside sales reps, sales leaders, and they’ve been helping some of the largest companies from a customer service perspective to some of the largest finance firms.
As Sales Engineers, we often focus on the process – learning how to get better at sales, qualifications, discovery skills, demos, but rarely do we associate creativity to help us… until this podcast
A leader can make a huge difference in someone’s career. Leaders can take an active role in pushing a Sales Engineer forward to achieve their goal, a passive role in doing that, or an active role in holding them back. Our conversation with Gary is all about pushing SEs forward.
Mike Shore drops by to discuss how SE Managers can coach their teams to build better relationships with their Account Managers, hold them accountable, and win together.
If you’re good at your job, you get to write your own ticket. Have you heard of that? Well, we’ve got proof. Mark Green discusses how he got to become a Technology Evangelist, why, and what that actually is.
Some Sales Engineers get a bad rep. SEs are demo jockeys, SEs are not motivated to sell since they have a high base. Sometimes SEs are thought of as a fill-in AE since AEs are thought off as just order takers. Also, people think that SEs are developers. That is it part of their job to create custom products for their customers.
Are Sales Engineers limited in terms of function to Discovery calls, demos, and Proof of concepts? There are so many other things we do that no one ever talks about.
SE Manager is viewed as a first line manager, in charge of the care and feeding of SEs that report to them, it’s a position.
What do you do if you are being left out important pieces of the sales process? You fight to be a part of it. If you don't ask to be a part of something, you will never be included. That's what Kirk did. He fought to be part of the discovery process. We will discuss how and why. We will also discuss how that helped him and his organization.
Career paths for technical folks going into sales is Sales Engineering and then Sales. Matt took a different route where he started off as a Salesperson and then moved to Sales Engineering. Here's his story.
Liz Whitaker-Freitas is a Sales Engineering Manager at Splunk, one of the leaders in managing and interpreting big data for organizations in today’s data-driven economy. Today’s show covers Liz’s unique journey into sales engineering and SE Management
There are a lot of things that are said during demos, some are canned, some are improvised, but all are always geared to get you and your audience in agreement and towards a sale. Not all words are equal however, and there are some words and phrases that can be detrimental to your success. Today we discuss some words and phrases to avoid when you’re demoing.